Sales and Marketing Management

MARCH 26, 2018

Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! In these three channels is where sales performance can be enhanced. This gives salespeople time to focus on closing the hottest leads. .

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

OCTOBER 21, 2021

Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Awareness Stage 2.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Zoominfo

APRIL 20, 2020

What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. Use your video conferencing and Slack channels to share pictures and memes to celebrate wins. We need to build pipeline, close deals, and ultimately hit our numbers — that much hasn’t changed.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Sales Evangelist

JANUARY 22, 2021

Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him. If you do prospecting correctly, you will close unbelievably well. Look at the gatekeeper as the decision-maker to get past the door.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you speaking to decision makers or gatekeepers or influencers? Go get ‘em!

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. In-person meetings are less common.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

DiscoverOrg Sales

OCTOBER 4, 2016

But the truth is that 72% of Americans still prefer email as their primary channel of communication with businesses. ISPs and email providers are the gatekeepers, and they’re employing increasingly sophisticated algorithms to ensure their users are only getting the email they want. And yet… we disagree.

Email Marketing 254

Email Marketing Campaigns Policies Gatekeeper 254

John Barrows

FEBRUARY 25, 2020

If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate? If you take into consideration all channels, phone is still very effective when it comes to the success rate, right?

Prospecting 126

Prospecting Cold Calling Engineering Gatekeeper 126

SalesLoft

MARCH 20, 2020

” A better question is: “What’s one thing I should work on if I’m struggling to get past gatekeepers?” Keep a hawk’s eye on your communication channels. I don’t care about closing any new deals right now. . Some of you have to close new deals because you have to eat. ” Follow up.

Scale 131

Scale Gatekeeper Churn Quota 131

Janek Performance Group

DECEMBER 6, 2021

The only thing more exciting than a Christmas tree piled with presents is closing the final deals of the year to earn your bonus. One of the biggest benefits of prospecting during the holiday season is fewer gatekeepers. Plan to use a variety of outreach channels, like video and LinkedIn. That’s for amateurs.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Salesmate

FEBRUARY 21, 2020

Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. B2B sales is undoubtedly a tough nut to crack. Which is why most of them fail.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Sales Hacker

DECEMBER 30, 2020

Keep reading for the most important sales trends your revenue organization should keep a close eye on. 78% of customers expect a consistent customer experience across departments and digital channels. The most successful sales reps report reaching out to buyers nine times across various channels. What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Hubspot Sales

AUGUST 21, 2023

In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale. A modern enterprise communication solution can help simplify your outbound communications by connecting your telephone sales with your other digital channels. It's good for the company and the reps' careers.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Zoominfo

APRIL 17, 2020

Does HR act as a gatekeeper? You need a strategic, integrated plan that aligns the sales funnel with marketing efforts to ensure you resonate with prospects and close more business. Know who the decision makers are within your ideal clients to distribute relevant content and open those channels of dialogue.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

Hubspot Sales

JULY 9, 2018

You’ve flattered the prospect’s work, asked for a simple “close” (i.e., “ Can we connect? ”), and left things friendly and balanced. Once you’ve built enough rapport, reach out and close for Mary’s email address. Buyer personas are also great for determining what type of content and channels to use to approach them.

Account Based Marketing 108

Account Based Marketing How To Sales Qualified Lead Twitter 108

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Brevity and relevance closed the deal here. Rich was the Senior VP of Business Development for channel partners—not the new business team.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

PandaDoc

JANUARY 14, 2019

Integration of different marketing channels will become more common. Traditional marketing channels will retain their importance as essential drivers of new customers. But the integration of previously disparate channels has been a notable occurrence throughout last year, and it’s expected to pick up pace even more in 2019.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail netFactor Trade Show 233

Hubspot Sales

JULY 23, 2018

They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. If you've had trouble getting past a gatekeeper or find it difficult to reach the right person at a prospective company, keep a close eye on their hiring.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Zoominfo

APRIL 20, 2020

What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. Use your video conferencing and Slack channels to share pictures and memes to celebrate wins. We need to build pipeline, close deals, and ultimately hit our numbers — that much hasn’t changed.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

John Barrows

NOVEMBER 7, 2018

I had to make 400 dials a week to get 8 meetings a month that lead to 4 proposals and 2 closed deals at an average deal size of $3500/month. A better goal would be “I want to set 3 meeting this week with VPs or above” or “I’m going to close this deal this week.”. I knew my equation cold. There’s no way to measure that.

Training 117

Training Cold Calling Ideal Customer Profile Webinar Metrics 117

Hubspot Sales

DECEMBER 23, 2022

What we love: With Tami, users can skip the gatekeepers and go straight to the correct points of contact. You don’t have to waste your time with gatekeepers; you can find contact details of specific people to help focus your time,” Gareth D. Close is a comprehensive CRM for small-business sales teams. What Users Say.

Tools 111

Tools Ideal Customer Profile Prospecting Intent Data 111

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales and business literature.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Autoklose

JANUARY 22, 2024

Prioritize Leads Using Lead Scoring Bonus Tip: Leverage Social Media Selling Closing Words 1. Your competitive advantage might just be that – being flexible at the negotiation table and giving your prospects what they actually need and not just closing a sale. Listen to Your Prospects 18. Establish Yourself as a Thought Leader 19.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

LeadFuze

DECEMBER 31, 2021

It involves identifying the channels and tools you’re going to use, as well as what resources are needed for that journey. What Are the Main B2B Marketing Plan Channels? We are going to go over some marketing channels and strategies, then take a look at how you should create your b2b startup marketing strategy the right way.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales Evangelist

JUNE 25, 2020

He also developed a script that he still uses to get “gatekeepers” to provide needed information. David mimics a negative attitude that most gatekeepers have and uses it to position them to offer something positive. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns.

Cold Calling 52

Cold Calling Sales Qualified Lead How To Gatekeeper 52

DiscoverOrg Sales

NOVEMBER 27, 2018

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. In this case, listening to a podcast was all it took: Brevity and relevance closed the deal here. Or you could send them a clever BASHO email.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

SalesLoft

APRIL 19, 2018

Sadly, most leads aren’t ready to close right away. Nothing is worse than closing a string of deals… only to realize you’ve neglected the top of the funnel and there’s nothing left in the pipeline. In fact, referral leads convert 30% better than leads from other channels, and they have a 16% higher lifetime value ( Hubspot ).

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

Partners in Excellence

OCTOBER 8, 2015

Every day, I get dozens of connection requests through all sorts of channels. Early on, as I was building my networks, I didn’t scrutinize the requests very closely. You know how that works, @davidabrock, try this to get around gatekeepers [Link]. If someone seemed nominally interesting, I was glad to connect.

Networking 48

Networking Lead Gen Gatekeeper LinkedIn 48

SalesHandy

FEBRUARY 23, 2021

So the sooner you get to talk to decision makers, the quicker your feedback loop gets and easier for your to close(or drop) the deal based on their feedback and outlook. Hence knowing beforehand who the decision maker actually might be based on your research will speed up the process and help close earlier. Connect over email.

Decision Maker 69

Decision Maker Company How To Campaigns 69

Hubspot Sales

MARCH 4, 2019

A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors. The email includes information on the buyer and the process of closing the deal.

Hiring 103

Hiring Training Hubspot How To 103

Tony Hughes

FEBRUARY 22, 2018

When we treat social selling as the next big thing, as if it were a transactional cold call where we can achieve million dollar closing results with one or two calls, we take the sector backwards. Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Let me make my case.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Scale this across whatever channels your customers use – Linkedin, Facebook groups, Industry forums, Angellist.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

SalesHandy

FEBRUARY 23, 2021

So the sooner you get to talk to decision makers, the quicker your feedback loop gets and easier for your to close(or drop) the deal based on their feedback and outlook. Hence knowing beforehand who the decision maker actually might be based on your research will speed up the process and help close earlier. Connect over email.

Decision Maker 52

Decision Maker Company How To Campaigns 52

LeadFuze

JANUARY 14, 2021

An appointment setter’s goal is to schedule a sales meeting between a potential client and a closing sales representative. This is important because it enables you to delegate the task and allow the closing sales rep to focus on qualified leads. These two roles are closely similar to each other. Appointment Setter.

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Zoominfo

NOVEMBER 9, 2020

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Success at this stage requires go-to-market teams to decipher which channels and messaging turns prospects into customers. Related blog: What is intent data?

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers , or pressing buttons to navigate the phone tree. Best regards, Josh Brevity and relevance closed the deal here. Or you could send them a clever BASHO email. Free Trial 1.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113